Master the Art of Selling Technology Solutions: TAG's Proven Sales Training Class
July 15th, 2026 by Brian Suerth
Transform Your Sales Performance with TAG's Advanced Sales Training
For managed technology services providers, sales excellence directly impacts profitability and growth. Yet many talented technologists struggle with the sales process, unsure how to effectively position solutions, overcome objections, or close deals consistently. Technology Assurance Group's proven sales training program addresses this challenge head-on, equipping sales professionals with the frameworks, scripts, and confidence needed to excel at selling managed IT services, cybersecurity solutions, cloud voice services, and beyond.
This August, TAG is hosting an intensive, hands-on sales training class in San Diego led by industry experts Dale Stein and Nick Dreyfus. This is an exceptional opportunity to accelerate your sales team's performance and unlock new revenue potential for your organization.
Why Sales Training Matters for Technology Providers
The technology solutions landscape has become increasingly competitive. Customers face countless options, and many view technology as a commodity rather than a strategic investment. This perception gap creates a significant challenge: how do you effectively communicate the value of your solutions and justify your pricing?
The MTSPs that consistently outperform their competition share a common trait—they've invested in developing world-class sales capabilities. They understand that selling technology solutions requires a fundamentally different approach than selling commodities. It demands consultative selling, strategic positioning, and the ability to articulate business value in terms that resonate with decision-makers.
The Cost of Sales Inefficiency
Consider the impact of sales performance on your bottom line:
- Extended sales cycles: Prospects who don't clearly understand your value take longer to decide, consuming significant sales resources
- Lower close rates: Without effective positioning and objection handling, many prospects choose competitors or defer decisions
- Missed upsell opportunities: Sales teams unfamiliar with consultative selling techniques fail to identify and capitalize on cross-sell and upsell opportunities
- Customer dissatisfaction: Customers acquired through weak selling processes often have misaligned expectations, leading to higher churn
- Revenue leakage: The cumulative effect of these inefficiencies results in millions in lost revenue across your organization
Conversely, MTSPs with systematized, effective sales processes achieve higher close rates, shorter sales cycles, and more profitable customer relationships.
TAG's Proven 15-Step Sales Process
TAG's sales training is built on a battle-tested, 15-step sales methodology that has proven effective for hundreds of MTSPs across the United States and Canada. This systematic approach removes guesswork from the sales process and provides clear frameworks for every stage of the buyer journey.
What Makes TAG's Approach Different
Unlike generic sales training, TAG's curriculum is specifically designed for technology service providers. The program addresses the unique challenges MTSPs face:
- Positioning complex solutions: Learn how to simplify complex technology offerings and communicate business value to non-technical decision-makers
- Selling multiple solution sets: Develop the versatility to present and close managed IT, cloud voice, cybersecurity, and other solutions your company offers
- Overcoming technology objections: Master responses to common objections like "I like my current vendor," "What's it going to cost?" and "You're too expensive"
- Demonstrating ROI: Learn frameworks for presenting financial justification that resonates with CFOs and business owners
- Building long-term relationships: Move beyond transactional selling to establish strategic partnerships that generate recurring revenue
Key Topics Covered in the Class
This intensive one-day training covers the essential components of successful technology sales:
Sales Process Mastery
The proven sales touchpoint process provides a step-by-step framework for successfully selling technology solutions at an 85% close ratio. Rather than hoping prospects will buy, you'll follow a systematic process that guides prospects toward decisions while demonstrating your value at each stage.
Lead Generation and Pipeline Development
A strong sales process is only effective when you have qualified prospects to work with. The training covers:
- Lead generation techniques: Proven methods for generating net new business in your market
- Scripts for appointment setting: Effective language for reaching prospects and securing initial conversations
- Existing customer strategies: Systematic approaches to maximize upsell and cross-sell opportunities within your current customer base
The Sales Conversation Framework
The training provides specific guidance for each critical touchpoint in the sales process:
- First appointment: What to do, what to say, and what to present to establish credibility and identify needs
- Second appointment: Techniques for deepening understanding and beginning to position solutions
- Third appointment: Methods for presenting solutions and beginning to overcome initial objections
- Fourth appointment: Strategies for solidifying positioning and preparing for proposal presentation
- Proposal presentation: Role-play exercises and techniques for presenting proposals that drive toward close
Objection Handling
Objections are a natural part of the sales process, but many salespeople view them as rejections rather than opportunities. The training teaches proven techniques for:
- Understanding the root cause behind objections
- Responding with empathy while maintaining forward momentum
- Repositioning your value proposition to address underlying concerns
- Moving conversations toward resolution and close
Solution Positioning and ROI Presentation
One of the most valuable components of the training addresses a critical gap in many MTSP sales processes: the ability to present equipment and solutions in terms of business value rather than capital expenditure. You'll learn:
- Competitive advantage positioning: Proper communication of key selling points that differentiate you from the customer's existing provider
- ROI frameworks: Methods for quantifying and presenting the business impact of technology investments
- Outcome-focused messaging: How to frame solutions in terms of business outcomes rather than technical features
Relationship Building and Customer Experience
The most successful technology providers understand that sales don't end at the close. The training emphasizes:
- Long-term relationship development: Strategies for establishing deep partnerships with your customer base
- Exceptional customer experience: Methods for creating positive experiences that lead to referrals, testimonials, and repeat business
- Retention and expansion: Techniques for maintaining strong relationships while identifying and capitalizing on expansion opportunities
Event Details
Class: Selling Technology Solutions Successfully: Managed IT, Cybersecurity & Voice Services
Instructors: Dale Stein & Nick Dreyfus
Date: August 17, 2026
Time: 8:30 AM - 5:00 PM
Location: TAG Office, 9655 Granite Ridge Dr #200, San Diego, CA 92123
Accommodations
Recommended Hotel: Hilton Garden Inn San Diego Mission Valley Stadium
Address: 3805 Murphy Canyon Rd, San Diego, CA 92123
Phone: 858-278-9300
Special Rate: $172 per night
Who Should Attend
This training is ideal for:
- Sales professionals: Anyone responsible for selling technology solutions to businesses
- Business development managers: Leaders building and managing sales teams
- Technology consultants: Professionals transitioning toward more sales-focused roles
- MTSP owners and executives: Leaders looking to strengthen their organization's sales capabilities
- Account managers: Professionals focused on customer relationships and expansion opportunities
Whether you're new to technology sales or an experienced professional looking to refine your approach, this training provides valuable frameworks and techniques that immediately impact your sales performance.
The Investment in Your Sales Success
Investing in sales training delivers measurable returns. MTSPs that implement TAG's proven sales process report:
- Increased close rates on proposals
- Shorter sales cycles
- Higher average deal sizes through effective upselling
- More consistent pipeline development
- Improved sales team confidence and retention
- Stronger customer relationships and reduced churn
When you consider the lifetime value of additional customers acquired through improved sales effectiveness, the ROI on this training investment becomes compelling. A single additional customer relationship often pays for the training investment many times over.
Register for the August Training Class
Spaces for this intensive training are limited. TAG members and qualified technology professionals are invited to participate in this hands-on, practical training that will transform your approach to selling technology solutions.
Whether you're looking to accelerate your personal sales performance or strengthen your organization's sales capabilities, this training provides the frameworks, scripts, and confidence needed to excel at selling managed IT services, cybersecurity solutions, cloud voice services, and the complete range of technology offerings your company provides.
Register for the August 17 Sales Training Class and take the first step toward dramatically improving your sales results. Secure your spot today—enrollment is limited to ensure an interactive, hands-on learning experience.
For questions about the training, accommodations, or TAG membership, contact us today. We look forward to seeing you in San Diego!
Posted in: Training & Classes